Fastest Way to Increase Close Rates – Increase Prices

A brief case study :  My client company had a sales team selling a product X, their only product. Massively undersold in terms of business proposition, sectors, ability to demonstrate value and benefit, plus no use of ROI comparisons during the presentations.

Having addressed all of the above – the average order value is now 4 x what it was for identical product X. Plus the close rate is double what it was.

And the price and the rates are increasing steadily, and will continue to do so.

Pure Luck? Not a chance.

Biggest influences in bringing about the positive change:

  • Changing market direction – decision maker level, sector, sales criteria
  • Creating and demonstrating value at all stages of the sales process – heavy ROI biased
  • Reporting – revising and updating the reporting for meaningful management information

The challenges for this organisation were huge. But, if they can do it – so can you.

Key Lessons:

  • The price charged has to be commensurate with the value delivered
  • Too low a price cheapens the product/service
  • Too low a price ruins any chance of creating urgency
  • Pricing it to close on the day is stupid (harsh but true)
  • Thinking that a delay in response from the buyer is a reason to start a price negotiation prematurely is also wrong
  • The higher up the company organisational chart your decision maker is – the more valuable their time is, the more valuable any solution that saves them time is – your charging should reflect this
  • The price should be a hot button to the buyer – and that’s fine because you will have already demonstrated value
  • Your price should be a differentiator – a positive differentiator
  • Your price should allow you another opportunity to demonstrate value.

To find out more about how you can get results like this in your organisation, call us for a chat

Carol Griffiths (Director and Lead Consultant) 0779 002 1885, carol@mortonkyle.com

Morton Kyle Limited

 

 

 

 

How Much Sales Revenue Did You Lose Today? 10 Reasons Why Your Sales Team are Failing

1. Pitching to the wrong people – do they know who makes the buying decisions, what the buying process is, who refers, who recommends, who signs off and who has the final decision? If so – why are they still pitching to anyone who picks up the telephone?

2. They leave the sales meeting without asking for the business – know the next step before you leave or waste time writing up a proposal that will never get opened

3. They don’t know the budget of the buyer – ask the question. And also ask if they are talking to the person that will also sign the order.

4. Pipeline management is undisciplined – wasting time on the wrong prospects – not all business is created equal – know when to chuck the time wasters and tyre kickers out of the sales funnel

5. Aiming to hit target and not aiming to smash the sales target – subtle difference but leads to massive sales failure

6. Failing to work the numbers strategically – entering the sales month knowing they only have 50% of what they need to close in their sales pipeline for the following month, yet not doing any cold prospecting

7. Chasing bad business – prospects that can’t afford your prices, are more trouble than they are worth, who cost more to service than they bring in

8. Not charging high enough rates

9. Being scared of rejection, ask the question, information allows the sales person to be in charge of the sales process

10. Starting price negotiations too early, a delay in response doesn’t automatically mean the price is too high….

Learn how you can banish these huge sales mistakes and 100’s more from your sales team by joining us on Being Brilliant at the Sales Basics – 121 sales coaching, 2 days sales training, ongoing telephone support and attend the course as a refresher again, any time you like. Being Brilliant at the Sales Basics – Sheffield March 12th and 13th – contact us directly for more details.

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited 

carol@mortonkyle.com

0779 002 1885

2014 – Feast or Famine?

Join is on our Sales and Business Development Boot Camp for Business Owner Managers and you can enjoy the feast and banish the famine.

If the last few years taught us anything, they taught us the absolute truth in that

Turnover is Vanity, Profit is Sanity, But Cash is King

What will 2014 teach you?

  • How to engage with your ideal prospects in such a way that they want to do business with you?
  • How to tweak just a few key areas of your business to dramatically increase your results?
  • How to build solid prospect pipelines that convert to profitable sales opportunities?

The key reasons why Business Owner Managers don’t get the sales results they want, need or deserve:

  • Poor pricing strategies – buying the business – over promising
  • Ineffectual business process means working hard but not working smart
  • Lack of focus and being able to distinguish between the urgent and important
  • Inability to convey the real business differentiators to prospective buyers

Most Business Owner Managers know what they need to do – unfortunately no-one gets paid to know stuff, they get paid for what they do.

Join us on the next Sales and Business Development Boot Camp and I will make sure you don’t make these mistakes, and you know what – you even get a money back guarantee. Can’t say fairer than that. I have faith in you.

For more details and to see if you qualify – contact:

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited

carol@mortonkyle.com

0779 002 1885

4 Places Left – Sales and Business Development Boot Camp – Sheffield

When you join my Sales and Business Development Boot Camp (starting in Sheffield in March) you find out how I have worked with my clients to:

  • Increase leads generated by over 30% in less than 2 weeks
  • Increase their prices by a multiple of 4 AND increased close rates at the same time
  • Used price increases to strategically redefine the client’s business so that they attracted high value clients, bigger names, spending more
  • Create accurate and robust sales pipelines

And, my promise is that I will recreate this success with you and your business, to find out more click here to find out how you can change 2014 before it’s too late. Plus, you get a full money back guarantee if you don’t get the results you work for.

Only 4 places left – the Boot Camp closes at 3 pm on Friday 28th February.

Almost every Business Owner Manager I have the pleasure of meeting knows exactly why their clients should use their products and services; and given an audience and a chance to have a chat, I am totally sure that many Business Owner Managers could sign up every person they sat in front of or interacted with.

The art of sales and business development is not a black art. Sales and business development is part art, part science and the key skills inherent in business growth can be taught, practised and mastered.

Speaking with many Business Owners and Managers, there are a few key issues prevent their passion translating into clients and then into pounds, namely:

  • Systematic and regular exposure and proximity to prospective potential clients
  • Clear focus on pricing and creating unique value in the competitor arena
  • Time to do what they perceive is a huge task – when really it’s a series of small tweaks
  • Ridding themselves of confusion about how to structure their proposition to their ideal prospect list
  • Clarity of the message and how it’s translated

So – how to create a workable business growth plan, how to skill up sufficiently to execute the plan and how to make time to make sure the plan works and the business grows are the key foundations of the Sales and Business Development Boot Camp for Business Owner Managers – there are three slots left.

See here for more details 

If you want to make sure you make the next three months a success, start welcoming clients to your business and gain clarity about how you approach your ideal prospect and client list then contact us for more details.

We are so confident that this program will get you where you want to be that we are offering a full money back refund if you don’t get the results we plan to.

Carol Griffiths – Director and Lead Consultant

Morton Kyle Limited

carol@mortonkyle.com

0779 002 1885

Being Brilliant at the Sales Basics

Being Brilliant at the Sales Basics

Sheffield 12th/13th March 2014

Course Details

Designed for sales staff who want to:

  • Increase order values
  • Improve margins
  • Sell on value not discounted prices
  • Shorten sales cycles
  • Increase sales conversion rates
  • Handle objections
  • Create value based relationships with sales prospects based on demonstrable ROI
  • Create solid sales pipelines
  • Build accurate sales forecasts

Further detail on this course can be found by clicking here

For more details – use the form below to request an agenda, alternatively contact Carol on 0779 002 1885 or email carol@mortonkyle.com

Fee:

£1,395 per attendee plus VAT (1 Aug 2013)

  • Including lunch and workbooks on both days
  • Psychometric test
  • Pre course attendance evaluation
  • Two one to one follow up sessions post attendance
  • Unlimited telephone support
  • The opportunity to attend the course again as a refresher at no extra cost
  • 30 day full refund – money back guarantee

Testimonials from past attendees:

Senior Manager/Divisional Head – Business Advisory Organisation

Carol got to know Medilink well and her understanding of the company allowed her to provide our team with excellent training and advice.
Her application of business expertise, twinned with in depth research yielded a tailored training package for the business

Director – Civil Engineering Firm

“The sales training with Morton Kyle has been one of the most useful courses we have done. Having no experience of sales previously, we left the training with the confidence as well as the tools with which to become effective sales people. Our success rate improved after the training and enabled the company to move forward in a way that wouldn’t have otherwise been possible.”

Sales and Business Development Boot Camp for Business Owner Managers

Having worked with a number of Business Owner Managers over the last 10 years I know that you love doing what you do (most of the time)

However, sales, marketing, business development and finding new customer are the things that often gets pushed to the bottom of your to do list.

This is why I have created the Sale and Business Development Boot Camp for Owner Managers.

The Boot Camp will be relevant for you, as a Business Owner Manager if you:

  • Are in charge of growing your business
  • Have a wish list full of prospective clients that you still haven’t approached
  • Struggle with how to make sales approaches to key business targets
  • Fail to see how you could knock their current supplier out of the running
  • Are pricing too cheaply to win work
  • Suffer from feast or famine
  • Need a second opinion on how to respond to quotations
  • Need and impartial view on the clients you have – who is costing you more to serve than you are earning – and what to do about them
  • Want to start working with more loyal and valuable clients who see value in your offering and are prepared to pay the price you ask
  • Lack the motivation and/or discipline to be proactive in your sales and business development efforts

Would you work better if you have someone guiding and supporting you as you open up new markets and bring new clients on board?

If you can identify with any of the above and you want to make the next three months ground breaking in terms of adding valuable new clients to your business then contact us now for a confidential chat.

This Boot Camp is specifically designed for Business Owner Managers but it may not suit everyone, so providing we can establish a good fit, then we can start working immediately.

To learn more about the Boot Camp for Business Owner Managers – our three-month promise and out full money back guarantee – then check out our details here.

For more information and an informal chat, call Carol on 0779 002 1885 or email carol@mortonkyle.com. There is more information on the range of services offered – visit www.mortonkyle.com

Sales Skills for Non-Sales Staff

We are proud to launch our new training course in Sheffield – Sales Skills for Non- Sales Staff.

Your staff are the face of the business, responsible for building your brand, often way before and many years after the sales team have done their job.

This course will be relevant to anyone in a customer facing role – telephone or face to face, maybe warehouse staff, receptionists, help desk, customer service, logistics, drivers or operational support staff.

The skills associated with sales, influencing and persuasion are vital to the smooth running of any business, for dealing with both internal and external clients and driving the correct behaviours and outcomes, this course will deliver all the skills needed by non-sales staff to ensure all of your customer interfaces are professional and seamless.

For more details – click here 

Road Map for Sales Success – Free Sales Workshop for Professional Service Firms – Sheffield/Yorkshire

Road Map for Sales Success

  • Are you in charge of business development for your firm?
  • Are you selling professional services?
  • Are you selling to other businesses, B2B?

Free Business Development Taster Sessions running in Sheffield on the following dates:

11th September – Lean Sales and Marketing Strategy – Create a meaningful strategy for high impact, direct prospect engagement. 9 am – 11am

19th September – Value Based Selling – Move away from a model of time based selling to value based selling and pricing. 9 am – 11am

These events are open to business owners/managers/business development people who are seeking to improve their business profitability and sales performance, and who work within the Professional Services Sector – Legal, Accountancy and Consultancy and operate in a Business to Business Environment

Crammed full of ideas and strategies for developing existing markets, increasing the potency of current sales messages and engaging with new markets using low risk/high impact strategies. You will also understand the process of generating practical business development initiatives for you to use today.

This is the first step towards speeding up your sales efforts to produce bigger results faster…these workshops are excellent use of your time and are FREE.

This program is not suitable for every one; especially if your product or service is not currently able to offer anything more valuable than your competitors (this is a separate issue to please give us a call to discuss)

This program will be valuable to you if you are experiencing the following:

  • You feel that you and your business are the worlds best kept secret
  • Sales and business development is not the main focus of your job, but is becoming very important
  • You have trouble in maintaining a sufficient flow of good quality sales prospects into your company
  • You have unexplored sales opportunities within your firm
  • You know your firm can deliver a better service than many of your competitors…if only people would listen, take notice
  • You find your self contemplating lowering your prices to attract customers
  • You feel you are currently under charging for your services, yet can’t see how anyone could possibly pay you any more for what you are providing
  • You struggle to convert interested prospects in to good quality profitable clients
  • You are talking to lots of people but recruiting few clients

You will gain benefit from the taster sessions if you or your sales team are looking for ways to:

  • Increase your fees/ billings
  • Build your client bases
  • Improve client relationships
  • Improve sales performance
  • Fill your sales pipeline with good quality prospects
  • Built transparency into your sales efforts
  • Remove inconsistency from your business and sales performance

The free taster workshops will give you an insight in to how to address all of the above, however if you don’t have a truly convincing valuable service/product then the benefits you will receive from attending this program will be minimal.

To Register

To attend this program please either email carol@mortonkyle.com with the date you wish to attend in the subject line (or call on 0779 002 1885) to receive confirmation of your booking. Numbers are restricted and all places will be offered on a first come first served basis, so please let me know how many colleagues you will be bringing with you, and their names.

Why are we running these sessions?

It’s no secret that business has been tough over the last few years.

Whilst some sectors are reporting that things are changing and confidence is returning slowly, others are wondering when the next dip will appear.

Further to recent research, we have found that overwhelmingly the two biggest challenges faced in business today are:

  • Business Growth – attracting and retaining the right type of client
  • Increasing fee income – moving away from a commoditised model

Therefore during these two workshops we will help you to:

  • Identify and shortlist target prospects
  • Select just the right time to make contact
  • Have a reason to make contact that engages the prospect
  • Have a practical and workable client attraction strategy within your firm
  • Use compelling language and approaches to engage target prospects
  • Engage in a conversation that builds rapport and value immediately.
  • Provide a key point of difference in your approach by building value
  • Bill on the basis of the value of service rather than the time
  • Generate extra fees within your business
  • Increase your worth to your client by enhancing the value you deliver
  • Building higher value perceptions

I hope you can join us – please email carol@mortonkyle.com with the dates you would like to attend and the number of colleagues you will be bringing with you.

Should you require any further information – please call 0779 002 1885

For more information see http://www.mortonkyle.com

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Morton Kyle Limited – specialists in:
Improving Sales Performance via Sales Audit, Sales Training, Sales Strategy, Sales Consultancy, Sales Coaching and Mentoring, Client Acquisition, Client Retention, Profit Maximisation, Sales Pipeline Creation, Sales Prospecting, Client Attraction, Sales Change Management, Sales Process Improvement, Sales Performance Management, Business Process Improvement, Sales Analysis, Sales Trouble Shooting, Transformational Organisational Development, Creating Value Added Sales Propositions, Value Based Selling, Value Based Pricing, Sales Planning, Agile Sales Plans, Lean Sales and Marketing Plans, Sales Operations, Sales Management, New Business Development, Sales and Marketing Strategy, Sales Skills Development, Sales Skills Training, Sales Executive Development, Sales Development Mentoring Executive Coaching in Sales
Recruitment of Sales Super Stars –  Telesales, Field Sales, Business Development Managers, Sales Management, Appointment Setters, Account Managers, Lead Generators, Sales Support, from Junior to Director level positions in Sheffield, Leeds, Barnsley, Rotherham, Wakefield, Pontefract, Harrogate, York or the surrounding areas of Yorkshire.